At Instructure, we are dedicated to empowering EdTech providers and educational organizations to unlock their full potential through innovative technology solutions. Our mission is to provide intuitive products and services that simplify learning and personal development, foster meaningful relationships, and inspire progress in education and careers. We believe in giving smart, creative, and passionate individuals the opportunity to make a significant impact in the world of EdTech. Instructure is seeking an experienced Senior Account Executive with a strong technical background and exceptional people skills to lead B2B sales efforts with education technology providers. This role involves cultivating relationships with existing clients and acquiring new business within the West Coast region.Key Responsibilities: Drive B2B sales of Instructure's advanced technology products to EdTech providers, leveraging a deep understanding of our solutions while emphasizing the importance of building strong, collaborative relationships.Offer valuable insights, including technical and change management expertise, to assist prospects in evaluating different solutions effectively.Craft and tailor compelling messaging for prospective EdTech clients, highlighting the benefits of Instructure's products to support the development, adoption, and iteration of their services and solutions.Lead prospective clients through the full purchasing process to close, ensuring timely execution and fostering collaboration and teamwork among stakeholders.Provide accurate assessments and forecasts to inform sales strategies and initiatives, employing both long-term strategy and short-term execution, and fostering collaboration within the sales team and across departments.Establish and nurture relationships with key decision-makers within EdTech organizations, focusing on solution benefits that solve real business problems of scale, adoption, and research.Maintain meticulous account records in Salesforce CRM, including detailed information and insights.Work closely with the marketing team to align sales efforts with campaigns and initiatives, providing valuable insights from the field to inform marketing strategies and promote collaboration.Engage with the customer success team to ensure a seamless transition from sales to onboarding, providing support and guidance to clients as they implement Instructure's solutions while promoting collaboration.Partner with the contracts and legal teams department to facilitate contract negotiations and ensure compliance with policies and procedures.Qualifications: Minimum of 5 years of demonstrated success in B2B sales, preferably within the EdTech industry.Strong aptitude for strategic and consultative technical selling, with experience in technical needs assessments and proposal development.Proven track record in selling enterprise-level software, SaaS solutions, and services.Proficiency in engaging stakeholders at all levels, including executive leadership, and effectively communicating complex concepts.Exceptional people skills and collaboration abilities, with a demonstrated ability to build strong, collaborative relationships both internally and externally.Willingness to travel approximately 25-30% of the time.Preference to candidates that are in CaliforniaGet in on all the awesome at Instructure: Competitive salary, equity, and 401k Employee stock purchase planMedical, dental, disability, and life insurance HSA program, vision, voluntary life, and AD&D Tuition reimbursementPaid time off, 10 paid holidays, and flexible work schedules Lifestyle savings account iMacs or Macbooks$90,000 - $120,000 a yearThis position will also target an annual commission of $90k -$120k and will also include equity.We've always believed in hiring the most awesome people and treating them right.We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer. All Instructure employees are required to successfully pass a background check upon being hired.
